Behavior Based Rewards

Behavior control

• Salespeople are held accountable for their behaviors - the results are expected to follow (at least in the long term)
• High control of behaviors by firm
• Firm knows (or believes it know) critical success factors
• Need to measure these behaviors

Behavior Measures

• Calls
  • Number of calls
  • Number of planned calls
  • Number of unplanned calls
• Time & time utilization
  • Days worked
  • Calls per day
  • Selling time versus nonselling time
• Nonselling activities
  • Letters written to prospects
  • Number of formal proposals developed
  • Advertising displays set up
  • Number of meetings held with distributors/dealers
  • Number of training sessions for distributors/dealers/customers
  • Number of service calls made